Master the Sales Game

How do you actually sell higher priced programs and offers and services? In this episode, we discuss about the different ways that you can sell between transactional selling versus consultative selling and why the consultative selling approach is the best and easiest way to sell.

Too often, what I see is that most people use transactional selling. Transactional selling is essentially where there's not a lot of advice or information that is provided to your customer or buyer. They're simply coming in, paying for the service or the product. And that's it. There's not a lot of differentiation between what it is that you offer versus your competitors or alternatives

If you are a service provider, you’d want to sell more in a consultative selling process. This means that you take the role of a trusted advisor and you’re the expert in the transaction. You're acting in an expert capacity to help your customers understand exactly how they can get the solution that they're seeking because you under, you've taken the time to really understand the problem, which ultimately gets you the sale.

Biggest Takeaways:

• Consultative selling means you take on the role of a trusted advisor, you are the expert in the transaction.
• In a consultative sales process, you are standing in your position of authority and expertise. You are speaking with your potential customer to find out if they are a perfect match for your offer.
• Your customers will get overwhelmed by too many options, so keep things to one to three options and keep things simple.
• With a consultative selling approach, you won’t ever feel like you are selling because in essence, you are not selling, you are simple recommending because you are acting in an expert capacity to help your customers understand exactly how they can get the solution they are seeking.

Quotables:

• In your consultative sales process, make things as simple as possible. Encourage your customers to really think through what would a yes look like versus what would a no look like. [Tweet This] 
• If they are the right people, they will come back. If not, they will send you the right people because they already have the respect for how you sell with integrity and understand exactly how you help people. [Tweet This]
• You can’t help everyone. Your unique zone of genius, the way that you help is unique to you and unique to the people your serve. [Tweet This]

Highlights:

• Transactional selling vs. Consultative selling [01:15]
• What goes down in a consultative sales process and how you can apply it to your business as a service provider [04:18]
• How to keep things simple and not overwhelm your buyer [07:23]
• Do this ONE thing that gets you mad respect from your customers and have them refer other customers to you even if they didn’t sign up to work with you [09:17]
• Three simple steps of the consultative sales process [11:48]
• How to set yourself apart from everyone else offering similar services [13:57]

Bonus Resource:

6-Figure Blueprint: Finally Say “I’m Fully Booked” - With this mind map, learn the 3 simple proven ways to get calls booked so you can generate clients on demand! Grab your free copy now.

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The very first thing that most of my clients come to me with struggling with is pricing. If you're a freelancer or a consultant or a coach and you are working off of the trading time for money model, you need to stop, because it’s the fastest road to burn out. 

Too often, what I see is high level experts like you who want to help more people, but you are caught in this whole hamster race of trading hours for dollars and hours for dollars.

In this episode, I’m going to discuss value based selling in order to help you to charge more with your high ticket services and offers.

Biggest Takeaways:

• Value based selling is based on an outcome or a result where the value of the item is very, very high.
• If something is easy for you as the expert, chances are you're taking less time to do it. You’ve already honed your craft, you’ve already learnt from the mistakes. What would take your client five hours to do, you can accomplish in an hour. So in fact, with you charging by the hour, you're actually doing yourself a disservice.
• Your customers are willing to pay a lot in order to get the solution and to shorten their timeline, especially if it's something that maybe they have been working on or dealing with their entire life.

Quotables:

• When you actually are able to sell the value of the transformation, outcome and results regardless of what area of expertise that you have, it's a game changer. [Tweet This] 
• When you're able to articulate the value of the transformation, the results you provide and not focusing on trading time for dollars, it's much easier for your customers to say yes. [Tweet This] 
• In value based selling, you are selling based on the transformation based on the outcome and result. As a result, the price tag is indicative of that total transformation. [Tweet This]

Highlights:

• What exactly is value based selling and how you can charge higher rates for the subject matter you’re an expert in [03:39]
• Why you are doing yourself a disservice by charging by the hour [05:00]
• Why clients are willing to pay high ticket prices [07:30]
• The KEY to value based selling and how to clearly explain the value you provide [09:54]
• Why charging by the hour will burn you out and how to flip that around [13:32]
• How to create a value based package [14:58]

Bonus Resource:

6-Figure Blueprint: Finally Say “I’m Fully Booked” - With this mind map, learn the 3 simple proven ways to get calls booked so you can generate clients on demand! Grab your free copy now.

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If you have ever thought that closing the sale is the end all be all to your sales and your sales process, I'm going to debunk that myth on today's episode. People are focused on how do I close, how do I close, how do I close. Maybe you've even heard The ABC of sales - Always Be Closing. However, I very much believe that it really should be ABS - Always Be Serving, instead of ABC. 

In this episode, we're talking all about why opening the sale is the most important part of the sales process and why it will bring you even more sales in the long-term.

Biggest Takeaways:

• Selling is the opportunity for you to provide your service, programs, products and solution as a way for your customers to get the help that they need.
• The front end part of your sales process, which is the opening, is a combination of your preparation as well as setting the stage and building rapport, making the connection with your ideal customers.
• Set yourself and your potential customer up for success by having very clear expectations for what the sales conversation is supposed to look like based on what you want.
• People buy from those that they know, like and trust. They may know you and trust that you have the expertise, but if they don’t like you very much, especially when you’re working with them at a high level, high touch type of service, then there would be a huge disconnect. 

Quotables:

• Selling is serving and when you sell really well, then you’re serving at the same time. When people have a problem you can solve, they’re naturally going to continue to ask how to work with you. [Tweet This]
• You get to choose who you work with and if you don’t like them, you can say no. [Tweet This] 
• Nobody wants to be pushed through with their credit card. They want to know that they matter even if they don’t end up working with you. [Tweet This] 

Highlights:

• Why opening the sale is the most important part of the sales process. [01:22]
• The key things you need to prepare for sales calls (it’s actually pretty simple!) [05:01]
• How to set the stage in your sales conversations and have the confidence to set your expectations upfront. [07:20]
• How to create rapport and set the tone for the relationship that you’re going to have with your customers right from the get go. [10:57]
• Why selling with integrity helps you create powerful word of mouth marketing for your business, even from people who may never buy from you. [17:39]

Bonus Resource:

Turn “I Can’t Afford It.” Into “Sign Me Up!” - Overcome price objections to get more sales, more paying clients and turn those Nos into Yeses! Grab your free copy now.

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If you've been listening to other episodes, you know that I really do believe that selling and sales can actually be fun, easy and exciting. I never thought in a million years that I would ever feel this way, because when I first started to sell, I dreaded it. I hated it. I ran away from it. So if you're anything like me, you want to stay tuned because we're diving in deep about five key things that I believe that you need to have in place in order to make sure that your sales mindset game is on point.

In this episode, we're talking all about sales mindset and exactly what it is that you need in order to be able to win at this game of sales. Now, sales strategies are important. Don't get me wrong. But they're only really about 20% of your ultimate success. The other 80% probably even more than that is really all what goes on inside your head. It's inside your heart and inside of you.

Biggest Takeaways:

• Selling is not about lying. If you're trying to convince people, it typically means you don't believe in the product or service that you're trying to sell.
• I always like to take the shortcut. I always like to take the proven path from somebody else that has already walked the path ahead of me.
• When we do the right thing by the people that we're serving, we actually end up winning even more. And in order to do that, sometimes you have to turn down a sale. 

Quotables:

• Really understand what it is and what it takes for you to be confident in your own abilities to produce the results and transformation that you're promising to your customers. [Tweet This]
• Continue to move forward knowing that your success is inevitable, assuming that that is the case and expecting it. [Tweet This]
• Find someone to serve every single day and serve the heck out of them. [Tweet This]

Highlights:

• What you need to do to be confident in your sales [02:17]
• There is always enough to go around, even in a highly competitive market [07:16]
• The sales mindset you need to master so that your success is inevitable [14:30]
• Don’t take things personally in sales, especially around the “Nos” [18:10]
• Why you need to keep on serving and why you may need to turn down sales in order to win [21:23]

Bonus Resource:

Turn “I Can’t Afford It.” Into “Sign Me Up!” - Overcome price objections to get more sales, more paying clients and turn those Nos into Yeses! Grab your free copy now.

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If you are struggling to sell, perhaps you're over complicating things. I know that it happens for a lot of my clients. You're making things harder than they need to be. 

In today's episode, I’m breaking down super simply, the two critical pieces that you actually need to have in place regardless of whether you're selling a product or service.

Biggest Takeaways:

• It really doesn't matter what you're selling. You need something to sell and you need somebody to buy it and that's it.
• You can't simply just build it and hope that they will come. Because even if you have a buyer, if you are not clear, they are not going to buy just simply because you've made the offer or you have it available.
• You need to have the offer, but you also need to make sure that your messaging, your marketing, your positioning, how you've described it or you're explaining that in your communication really makes sense for your buyer.

Quotables:

• Don't go for clever. Go for clear. Because if you are clear, it's much easier for people to know what they're buying. [Tweet This]
• When it comes to your offer, it's about the transformation. It’s about what is the end result and what is the benefit of the benefit. [Tweet This]
• Do you have enough buyers such that your metrics will provide the results that you need to see in your business? [Tweet This]

Highlights:

• The TWO critical pieces you need in order to sell [02:23]
• The most important thing you need to keep in mind when you are creating your offer [05:11]
• How to communicate the transformation, the end result of what you’re selling to your buyers [07:02]
• How to identify which of the two critical pieces you are missing right now [09:00]
• How I started making sales after tweaked my offer based on what my community wanted [12:25]
• How to do an audit of your current offer and how to tweak it to get more sales [15:25]

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Lead generation is very much part of your sales process and if you missed Episode 10, go back and listen to it where I walk you through all seven steps in the sales process. 

In this episode, we’re talking about why lead generation is a huge part of your sales process and how important it is when you're trying to get more sales, help more customers and make more money and impact.

It’s so important that your prospecting activities are part of your sales process. And you don't lose sight of how important it is that you take action on your sales and marketing activities as consistently as you possibly can.

Biggest Takeaways:

• Lead generation and prospecting, they are one in the same, as it both relates to your sales process. The reason for that is because the mechanism of creating leads is really designed to help you to prospect.
• If you're talking to people who aren't ready to say yes, and until you up the quality, you're going to consistently hear more nos than yeses.
• Do your lead generation activities consistently day in and day out every single day, maximizing your time on one, two or three different types of prospecting activities from high quality sources where your dream clients are hanging out at.

Quotables:

• If you don't have enough leads coming in to the front end of your sales pipeline, then you don't have enough people that are walking through the next stages of your sales process. [Tweet This]
• Never underestimate what you've actually learned through experience without being “certified” or having gone to school for it. [Tweet This]

Highlights:

• Why it is important to have enough leads coming through the door [01:43]
• Sales and marketing activities need to go hand in hand, in order for both to work effectively [05:27]
• The quality of your leads matter and where to find your dream clients [09:50]
• What your lead generation activities need to look like in order to get more sales [17:48]
• How I started to tighten up and automate my lead qualification process [21:25]

Bonus Resource:

Episode 10: Mastering The 7 Critical Steps Of Your Sales Process - mastering the seven critical steps of your sales process, so you can stop throwing spaghetti against the wall and having to recreate things constantly. And you finally enjoy the things that you uniquely are created to do, in your business!

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If you are selling a service or program that is higher priced, where there's high touch involved, a high level of expertise, perhaps even a one-on-one, workshop or mastermind where you need to have some kind of conversation with the people that are going to buy from you. This episode will be perfect as we’re going to dive in deep in to the three biggest reasons why your high-ticket sales aren't going to happen. 

Sometimes we overthink and get so caught up in our own stories that we miss sight of the fact that fundamentally, regardless of what we're selling, whether it's a product or service, but especially the higher the ticket price, the more that's on the line, not just for you, but ultimately for your potential customers.

Biggest Takeaways:

• If you're talking to customers that you really, really do want to work with and yet they still keep saying no, there's still that's keeping them on the fence or you're getting frustrated.
• Identify if there’s something about your offer that has been poorly explained that needs more communication, more explanation or clarification in order to make sure that it really does meet the needs of your ideal customer.
• The more you can empathize with your potential customers, the more you can set their minds at ease. You can use past customer successes and testimonials, as well as examples from your own life and from the people around you, to let them know that they are not alone.

Quotables:

• It’s all about you and your authority. Building your credibility, your social proof in terms of your background, your experience, your expertise and how you show up as an expert. [Tweet This] (link to: https://ctt.ac/6N5b6)
• You need to ensure your clients have the faith and courage within them to grab your hand and say, yes, I'm ready for this right now. Identify what's getting in the way for them and address it. [Tweet This] (link to: https://ctt.ac/IJbwN)
• There's a way for you to be able to succeed and win in your business regardless of your personality type, your gender or background and what you've been taught before. [Tweet This] (link to: https://ctt.ac/wfQ9a)

Highlights:

• How to build your authority and credibility [03:50]
• How to tweak your offer so that it fits your customer perfectly [06:56]
• What to do when your potential clients are unsure of themselves and how to address it so they can confidently sign up with you [10:53]

Bonus Resource:

Turn “I Can’t Afford It.” Into “Sign Me Up!” - Overcome price objections to get more sales, more paying clients and turn those Nos into Yeses! Grab your free copy now!

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If you’re trying to sell higher priced premium services, products and programs, and you have heard not to give stuff away for free. On the flip side you're wondering, gosh, I gave away so much stuff for free, why would somebody want to pay me?! 

This episode is going to blow your mind a little bit about why I believe that free is NOT the problem and how you can actually leverage those free offers, consults or sessions that you're giving away so that it actually help you boost your sales in a very smart and simple way.

Biggest Takeaways:

• While 99% of the stuff that you give away free can be your best stuff, the structure, organization and implementation of it can’t be done for free.
• You need to make sure that your free offer directly complements your paid offer. This means that your paid offer is the logical next step up from your free offer.
• When there is direct alignment and a direct connection in your offers, you are going to see an instant boost in your sales. You are going to see more leads coming through the door, more people reaching out to you and booking appointments on your calendar or starting to buy the next service. And if they're not, it means that there's a gap. Check out Episode 18: The 3 Things That Stop You From Closing High-Ticket Sales to learn more about the 3 things you need to have in place to close high-ticket sales.

Quotables:

• Is your free offer irresistible? Does it immediately speak to your ideal customer’s needs and help them where they are at? And is the next step something you can help them with your paid offer? [Tweet This] (link to: https://ctt.ec/9xmaC)
• If you have a purpose to serve and the heart, it really doesn’t matter how much you give them. At the end, people will still find a way to repay you, monetarily or otherwise. #lawofreciprocity [Tweet This] (link to: https://ctt.ac/70Db4)
• When you give away stuff for free, make sure it actually does what you need it to do as a business owner. It’s not just a matter of giving, giving and giving. [Tweet This] (link to: https://ctt.ac/M6aDQ)

Highlights:

• How to differentiate from free offers and paid offers [05:08]
• How to create your free offers where you are not giving away the farm, yet delivering great value [08:32]
• What you can do to ensure your paid offer is the next logical step up from your free offer [12:25]

Bonus Resource:

Episode 18: The 3 Things That Stop You From Closing High-Ticket Sales - Dive deep into the 3 biggest reasons why your high-ticket sales aren't going to happen. In this episode, I’ll teach you how to build your authority and credibility, how to tweak your offer so that it fits your customer perfectly and what to do when your potential clients are unsure of themselves and how to address it so they can confidently sign up with you.

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Now if you have ever heard I can't afford it, I need to think about it. I need to consult with my business partner, my spouse, my best friend, the Oracle, the stars, the heavens, you name it. I'm sure you've heard it, especially when it comes to selling your professional services, your expertise in your business. Who has not heard those dreaded objections?

Today we’re talking all about how to overcome the biggest objections that you hear time and time again that are stopping you from being able to help. So that you can ultimately get more comfortable with your sales conversations.

Biggest Takeaways:

• Preparation is very much a critical piece of your overall success. However, there's such a thing as being prepared and then waiting for an objection to happen. I don't want you to do that because if you are expecting an objection, guess what's going to happen You're going to lead the questions in such a way and it is automatically going to create an objection.
• Objections are normal!
• Make sure that you actually take the time to listen and that you don't ask more and more questions without leaving space for them. Respond accordingly because more than likely the information that's being shared is something that you didn't even know you didn't even uncover earlier on in the conversation because you didn't ask the right questions.

Quotables:

• The no actually becomes no because you have made it so. You have ultimate control and power over whether or not the conversation is going to continue. [Tweet This] (link to: https://ctt.ac/wJdIb)
• Sales is leadership. Be a leader. Allow them to understand the choices that they're making and empowering them with. Ultimately the choice is theirs. #salesconversations #salesstrategy [Tweet This] (link to: https://ctt.ac/EL1ys)
• Overcoming sales objections is about understanding what's in their mind, what's actually going on. And how you can help and make sure they understand that there may be different options out there. [Tweet This] (link to: https://ctt.ac/hfCm0)

Highlights:

• How to be prepared for objections [01:22]
• Why objections are perfectly normal [03:02]
• The magic phrase that is going to get your potential clients to actually give you the real reasons why they are saying no right now, so you can continue the conversation, instead of ending it for good. [04:34]
• Why their “No” may not even be a real “No” and how to pick up the conversation again [08:16]
• What happened when a potential client who said No to me and ended up referring someone else who said Yes! [12:27]

Bonus Resource:

Turn “I Can’t Afford It.” Into “Sign Me Up!” - Overcome price objections to get more sales, more paying clients and turn those Nos into Yeses! Grab your free copy now. (link to: https://www.susanmcvea.com/work-with-me/freebiescomingsoon/pricing-objection-freebie/)

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Today, we are talking about the top 3 sales trends, my predictions for 2020. I’m super excited to share this episode with you. If you've been around me for awhile, these might not be super surprising, but they still may be unexpected and also great reminders for all of us no matter where we are in our business. 

Stick around for this episode because it is all about the differentiators. Here are my top 3 sales trends that will set you up for success in 2020 and dare I say, even in the coming decade ;)

Biggest Takeaways:

• Don't hide behind a brand or your voice or your image or your ego or the stuff that you create. You are the one that matters.
• Stories resonate more emotionally with us and it's something that we remember. That is the power of being human and our stories are how we connect to one another.
• Think about what can you automate that will help you to increase relationship currency.

Quotables:

• Share your story, share the stories of your customers, of the people that you represent, the people you work with, the people you want to work with. We relate to each other by stories. [Tweet This] (link to: https://ctt.ac/U9W7q)
• When people are happy with what you've done, they share and want other people to experience the same thing that they have. You’ll create an army of ambassadors for your own business. [Tweet This] (link to: https://ctt.ac/T09ee)
• Don't lose sight of the fact that there is a human being on the other end of the transaction, of the interaction. [Tweet This] (link to: https://ctt.ac/UbfbC)

Highlights:

• Be human in your business and how to share that humanness with your audience [03:21]
• How to create personal connections with your customers to constantly entertain and delight them so they keep coming back [07:38]
• How to use automations strategically to personalize and deepen your relationships with your audience, so that you are not getting exhausted with having to do everything [12:41]
• Why automations allow you to scale your business with intention and frees up more time for you to focus on the things that matter [16:40]

Bonus Resource:

5 Steps To Growing Your Abundant Sales Mindset - How to connect authentically with your audience so you can finally sell with more ease and less sleaze. Grab your free copy now. (link to: https://www.susanmcvea.com/work-with-me/freebiescomingsoon/abundance/)

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